Go to Top

Blog Full Width

The Layers of Channel Support Explained

There’s no clear definition of channel support when it comes to partner marketing. But maybe that’s because channel support consists of multiple layers, each enabling partners in a different way. Partner marketing programs need to enable partners, but what type of support will make a program successful? This post will define each layer of support and the impact it has on partner marketing. A better understanding of how these layers …Read More

Why Partners Don’t Convert Leads

It should come as no surprise that partners are not great at converting leads. That’s why channel enablement programs exist in the first place. But in order to effectively support partners, we must first understand why it is difficult for them to convert leads: 1. They don’t provide value through marketing… Filling the top of the funnel is easy enough for partners. Where they struggle to convert is nurturing the …Read More

Q3/2013 Follow Up as a Trusted Advisor

The dictionary, among its many definitions of the noun follow up, lists the following: “An action or thing that serves to increase the effectiveness of a previous one, as a second or subsequent letter, phone call, or visit.”Read More